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Better Talent = Better Performance
Better Talent = Better Performance

Managers are charged with taking a team of people and getting everyone to work together in a way that delivers performance. But outstanding corporate performance is simply the sum total of outstanding individual performances. In Talent Focused Management, our foundation management workshop, managers learn what it takes to have outstanding individual performances.

It all starts with Talent—and the CSS Talent Plus Advertising Sales Interview (ASI) is the tool utilized by CSS clients to help ensure that they're hiring superior sales talent.

 
Comcast Denver

Applying the principles of Talent Focused Management, General Sales Manager Dave Rutgers was committed to utilizing the ASI to hire better talent, identify non-performers, and develop effective management strategies based on the individual talents of each seller. By using this proven talent assessment tool, the composite "talent score" of his team increased significantly (see Figure 1 below) and consequently, so did sales!

The result: A 40% increase in revenue and 34% increase in revenue share from 2005 - 2007.



      Figure 1


WFMS

A top-rated heritage radio station, WFMS had been a powerhouse in the market for years. Their stated goal when they hired CSS in 2002 was to help maintain their revenue share in the market:

Shortly after signing up with CSS however, a strong format competitor entered the market and WFMS's ratings plummeted by 25-30%. Several salespeople left. Utilizing the ASI and what they learned in Talent Focused Management, the management team focused on hiring only top scoring candidates. 

The result:  Despite lower ratings, a 27% increase in sales revenue from 2002 - 2005!



      Figure 2



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